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Cisco 646-203 Exam Syllabus Topics:

SectionObjectives
Cisco Sales Fundamentals- Sales methodology
  • 1. Customer discovery and qualification
    • 2. Value-based selling principles
      - Cisco portfolio overview
      • 1. Cisco hardware, software, and services positioning
        • 2. Cisco architecture and solution categories
          Customer and Market Understanding- Customer business drivers
          • 1. Industry-specific requirements
            • 2. Digital transformation needs
              - Competitive positioning
              • 1. Cisco differentiation strategies
                • 2. Competitive product comparison basics
                  Cisco Solutions and Services- Core solution areas
                  • 1. Networking solutions
                    • 2. Collaboration solutions
                      • 3. Data center and cloud solutions
                        • 4. Security solutions
                          - Cisco services
                          • 1. Subscription and lifecycle services
                            • 2. Support and managed services
                              Partner and Sales Operations- Channel sales model
                              • 1. Cisco partner ecosystem
                                • 2. Deal registration basics
                                  - Sales tools and processes
                                  • 1. Cisco sales enablement tools
                                    • 2. Opportunity lifecycle management

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